As a founder, solving a problem one has to find early adopters. These are people who will use your product from day 0, even when your product is broken or half baked.
These early adopters come in two categories.
Those who like and care for you.
You will find many well-wishers who will come as early adopters out of courtesy or because they like you. You have to avoid such people, they care about you hence they are with you on this journey. They might not be having pain enough to use your product when it is ready. They will not pay for your product.
Those who have got pain and are looking for painkillers
Focus on people who have pain and are even willing to pay token money while you are developing the product. This will ensure you are building a product for paid customers.